Role Overview
Reporting to the Regional Head of Commercial, Africa & Middle East, the Senior Manager Industry Solutions will be responsible for selling and promoting IATA products/services to defined customer categories and prospects. They will be accountable for achieving the sales (NBB) and revenue targets and developing new business opportunities for the sales pipeline. In addition, they will become the regional product specialist for specified IATA products/services, and at times may be required to support other regions.
Key Responsibilities
- Plan and execute sales activities for specific products and services in coordination with the Regional Head, meeting sales and revenue targets and acquiring new customers. This includes account management, securing extensions of existing deals/renewals, and up-/cross-selling with existing customers.
- Identify new markets, segments, opportunities, and customers to continuously grow the business, including lead conversion during campaigns.
- Work closely with Marketing and other sales channels on lead conversion during sales campaigns.
- Ensure application of the chosen sales methodology and techniques (currently Sandler).
- Lead and direct customer engagement and negotiations as required.
- Work closely with country offices, providing training/guidance on sales methodology and product portfolios, engaging regularly to identify and develop leads and opportunities in local markets to improve commercial performance.
- As a Regional Product Expert, develop and maintain subject matter expertise in the functional area of products covered, reducing the need for product manager involvement in the sales process.
- Represent IATA and its P&S in the region and with regional external stakeholders, actively contributing to targeted customer satisfaction levels.
- Monitor the market, selected customer profiles, competition trends, and behaviors on behalf of the Regional Head and prepare sales plans for target categories.
- Ensure timely and accurate reporting, and an up-to-date status of the sales pipeline.
- Successfully collaborate with regional colleagues and head office lines of business (LOBs), Product Managers (PMs), and support functions.
- Provide feedback on pricing, product, and functionalities to LOBs and PMs, contributing to product roadmaps and new product development (NPD).
- Support OTC and Customer Service activities where needed.
- Monitor commercial debts and achieve targeted bad debt levels.
- Execute any other tasks as requested by the Regional Head.
Qualifications and Experience
- University degree in Business Administration, Marketing, Economics, or another relevant discipline (BA/BSc/HND).
- Minimum 8 years of experience in an international commercial or sales function within airlines/aviation.
- Proven ability to work in a sales team and achieve targets within a highly dynamic sales environment.
- Strong interpersonal skills and ability to build sustainable relationships with stakeholders.
- Ability to absorb skills, techniques, attitudes, and behaviors required to execute the job according to the Sandler sales methodology.
- Aviation industry background highly desirable.
- Excellent PC skills, particularly with MS Office Programs (Word, Excel, PowerPoint, Outlook, Teams), MS Project, databases, and CRM tools such as Salesforce.com.
- Ability to work partially from home and in a virtual team environment.
- Excellent verbal and written communication skills in English; knowledge of additional languages is an asset.
- Willingness to travel.
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